Many companies are shifting their focus away from individual transactions toward developing long‐term, mutually supportive relationships with their customers. Salespeople are the main implementers of such relationships, as they act as the interface between companies and customers. Negotiation...

Reports the results of a study into differences in the levels of job satisfaction, job tension and stress, and interpersonal relations with superiors and peers, between managers in Singapore and Australia. The study draws on Hofstede′s concept and classification of national culture to predict...

As business operations become increasingly global, the need for managers to communicate effectively with members of other cultures becomes more important. This is particularly true of managers who take up positions overseas, and an area where cross‐cultural differences may be apparent is...

Reports on the author’s experiences as facilitator of an international, academic research team which consisted of members with different cultural backgrounds. Reviews the communication processes and group‐dynamics that occurred within this team, in particular those which seemed to hinder...

As the world becomes more of a global market rather than a collection of separate markets it is important for MNEs to develop international managers who can be safely moved between different ational, cultural and business environments. It is suggested that involving managers in formulating and...

The vast historical, cultural, linguistic, and geographical divides between East and West makes meaningful communication especially difficult. But these differences need not lead to total incommensurability – where no empathy or exchange of experience is possible. This paper shows that, within...

Purpose – The paper aims to hghlight the role of foreign‐language skills in business success – both for exporting firms and those defending their place in the domestic market. Design/methodology/approach – The paper presents the results of a survey into the foreign‐language skills of...